Avoid Barfing Knowledge; Listen More

work. My street's going to be very clean. Been through here a couple times. Yeah. All right, guys. Back in the day, I was making the same rookie mistakes that a lot of guys were making. I wanted to come off as an expert, and I thought that's what would make my customer comfortable. Well, there is a balancing point between coming off as a know-it-all and coming off as an expert. A know-it-all barfs all all of this knowledge and information onto your customers trying to impress them. That's the feeling that I've feel like I' I've screwed up on more than once. And instead of trying to initially just make that connection and looking and being professional, you try to do it by impressing them with the technical aspects of the job that you think they would want to know. Really what they really customer really wants to know is are you going to be there for me? Are you an actual expert? How much do you know? They don't know what you know, but they don't care either. They don't care if you use 3/4 clear rock under your base or how much how deep the the drainage zone is. As long as you're doing it right, that's all you've got to do. So, one of the rookie mistakes I made was barfing out too much knowledge, trying to impress these guys, and two, talking over them instead of allowing them to talk. The more you allow you can get a customer to talk, I firmly believe the higher your close ratio is. So, I would try to impress them and not allow them to get their ideas out. I needed to shut up more and listen a lot more. And whenever they asked the question, then I could throw in just enough knowledge that would allow them to figure out that, hey, this guy actually knows what he's talking about. But then I should switch it right back to them and allow them to express their desires. Remember, this is a probably a project that they've thought about for 6 months to maybe a year and you're initially meeting them. You're going to become a partner in this job for them. So, take the time to try to find out where did this job come from? What is it that ultimately they want to do? And how can you become an instrumental piece to that so that they really look forward to having you out on their site? That's my two cents. Shut up more, listen more, and don't barf knowledge out onto your customers because it can be a complete and utter turnoff. Try to have a nice balance between professionalism, but actually caring about your customers needs. That's a huge thing. I would say